WGU D099 SALES MANAGEMENT OA LATEST UPDATED 2026
ACTUAL FINAL EXAM WITH COMLETE DETAILED QUESTIONS
AND CORRECT VERIFIED ANSWERS ALREADY A+ GRADED
Functional relationships
ANSWER-Limited, ongoing relationships that develop when a buyer continues to purchase a
product from a seller out of habit, as long as its needs are met
Modular structure
ANSWER-Divides the business into small, tightly knit strategic business units (SBUs), which focus
on specific elements of the organizational process
Value chain
ANSWER-The process or activities by which a company adds value to a product, including
production, marketing, and the provision of after-sales service
Strategic business units (SBUs)
ANSWER-A profit center that focuses on product offering and market segment
Sustainable competitive advantage
ANSWER-Company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors
,Factors that can help a business develop a sustainable competitive advantage
ANSWER-Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor relations,
customer service, and multiple source advantage (being widely recognized by your strengths)
Business intelligence (BI)
ANSWER-The use of data in an enterprise to facilitate decision-making
Big data analytics
ANSWER-Large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
Four elements that make up ethical behavior within an organization
ANSWER-A written code of ethics and standards. Ethics training to executives, managers, and
employees. Availability of advice on ethical situations (advice lines or ethics offices). A system
for confidential reporting.
Integrated marketing communications (IMC)
ANSWER-The careful coordination of all promotional activities—media advertising, sales
promotion, personal selling, and public relations, as well as direct marketing, packaging, and
other forms of promotion—to produce a consistent, unified message that is customer focused
,Marketing concept
ANSWER-Identifying consumer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization
Promotional techniques
ANSWER-Advertising, sales promotion, and publicity, or creating new sales channels or new
products
Promotional mix
ANSWER-The combination of advertising, personal selling, sales promotion, and public relations
used to promote a product
The main limitation of the AIDA model
ANSWER-The model assumes consumers are passive and marketers are active during most of
the buying process.
What is the main difference between the AIDA model of the buyer's journey and the six steps
model of the buying process?
ANSWER-The AIDA model assumes that the customer experience ends at the purchase while
the six-step process considers the after-purchase relationship with the customer.
Transactional selling
ANSWER-Focuses on short-term, often single, transactions.
, Relationship selling
ANSWER-Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases.
Adaptive selling
ANSWER-Using social styles to customize a sales approach to the specific customer
Social style matrix
ANSWER-A model that categorizes people according to personality traits and how they interact
with others
Analyticals
ANSWER-Focus on "how,"include facts, do not challenge their facts, demonstrate results,
mention guarantees and warranties, give them time to decide, communicate the pros and cons,
and provide history, data, financial details. Low responsiveness and low assertiveness
Drivers
ANSWER-Focus on "what," get to the point quickly, provide options, use facts, focus on results,
provide timelines, and make them feel in control. Low responsiveness and high assertiveness
ACTUAL FINAL EXAM WITH COMLETE DETAILED QUESTIONS
AND CORRECT VERIFIED ANSWERS ALREADY A+ GRADED
Functional relationships
ANSWER-Limited, ongoing relationships that develop when a buyer continues to purchase a
product from a seller out of habit, as long as its needs are met
Modular structure
ANSWER-Divides the business into small, tightly knit strategic business units (SBUs), which focus
on specific elements of the organizational process
Value chain
ANSWER-The process or activities by which a company adds value to a product, including
production, marketing, and the provision of after-sales service
Strategic business units (SBUs)
ANSWER-A profit center that focuses on product offering and market segment
Sustainable competitive advantage
ANSWER-Company assets, attributes, or abilities that are difficult to duplicate or exceed and
provide a superior or favorable long-term position over competitors
,Factors that can help a business develop a sustainable competitive advantage
ANSWER-Customer loyalty, location, distribution and information systems (Getting products at a
cheap price and selling them at a reasonable price), unique merchandise, vendor relations,
customer service, and multiple source advantage (being widely recognized by your strengths)
Business intelligence (BI)
ANSWER-The use of data in an enterprise to facilitate decision-making
Big data analytics
ANSWER-Large, complex data sets that require non-traditional data processing software to
predict trends and forecasts
Four elements that make up ethical behavior within an organization
ANSWER-A written code of ethics and standards. Ethics training to executives, managers, and
employees. Availability of advice on ethical situations (advice lines or ethics offices). A system
for confidential reporting.
Integrated marketing communications (IMC)
ANSWER-The careful coordination of all promotional activities—media advertising, sales
promotion, personal selling, and public relations, as well as direct marketing, packaging, and
other forms of promotion—to produce a consistent, unified message that is customer focused
,Marketing concept
ANSWER-Identifying consumer needs and then producing the goods or services that will satisfy
those needs while making a profit for the organization
Promotional techniques
ANSWER-Advertising, sales promotion, and publicity, or creating new sales channels or new
products
Promotional mix
ANSWER-The combination of advertising, personal selling, sales promotion, and public relations
used to promote a product
The main limitation of the AIDA model
ANSWER-The model assumes consumers are passive and marketers are active during most of
the buying process.
What is the main difference between the AIDA model of the buyer's journey and the six steps
model of the buying process?
ANSWER-The AIDA model assumes that the customer experience ends at the purchase while
the six-step process considers the after-purchase relationship with the customer.
Transactional selling
ANSWER-Focuses on short-term, often single, transactions.
, Relationship selling
ANSWER-Focused on long-term relationship building to keep customers satisfied and
consequently convince them to return and make multiple purchases.
Adaptive selling
ANSWER-Using social styles to customize a sales approach to the specific customer
Social style matrix
ANSWER-A model that categorizes people according to personality traits and how they interact
with others
Analyticals
ANSWER-Focus on "how,"include facts, do not challenge their facts, demonstrate results,
mention guarantees and warranties, give them time to decide, communicate the pros and cons,
and provide history, data, financial details. Low responsiveness and low assertiveness
Drivers
ANSWER-Focus on "what," get to the point quickly, provide options, use facts, focus on results,
provide timelines, and make them feel in control. Low responsiveness and high assertiveness
